What You Get:
MODULE 1: The Presuppositional Playbook Psychology
The most fundamental difference in face to face, vs virtual selling is the absolute need to have the prospect be pushing for the sale.
They must be the one driving for the solution.
They have to want it more than you do.
They have to be more engaged in the process than they are face to face.
When you sell virtually the more you talk, the worse your close rates will be.
When you are sitting with a prospect together, it’s easy to have the momentum of the meeting and the relationship you’ve developed together carry the sale to the finish line.
This does not happen virtually.
There is a distance, a void between you and the prospect that is easy for them to take your information and disappear, taking it to another advisor they know better.
Presuppositional Selling does two important things. First, it structures the sales interaction in such a way that the prospect discovers intrisically the problems, pains, gains, and desire for a solution.
One of the most powerful ways P2 selling works is helping the prospect see what they have not seen before. It changes context. It changes the frame.
The Crucial 1st Appointment
The first appointment in the leverage point that determines the success or failure of your entire sales process.
Do a poor first appointment by talking too much, or ‘spilling your candy in the lobby’ and you’re doomed. Prospects won’t show up on the next call, and they will be lost and gone forever.
There is an art and a science to doing the first appointment effectively and you’ll see exactly how to do it right.
It starts with our 13 steps first appointment playbook.
In this playbook you’ll get:
How to steamroll the first 6 common objections you may receive at the beginning of a first appointment.
How to create authority in the first 30 seconds of a first appointment, by doing the EXACT opposite of what your prospect expects…and what every other salesperson does.
The Credibility Transfer: How to use “borrowed credibility” to get your prospects to trust you—even if they don’t know who you are.
The PLI “Power Switch” Principle that flips the power dynamic, so YOU are perceived to have the power (and not the prospect).
The One Eyed Man principle that STOPS the prospect from treating you like a salesperson.
RAPID SUCCESS IN JUST 20 MINUTES: Learn how to do a first appointment in just 20 minutes over the phone, no technology needed.
The Decision Matrix: This is the most critical part of the entire sale…and it’s made right here. (Most producers hit only 1 out of the 4 keys to the decision matrix and it costs them sales constantly.)
STOP THE HATERS: How to ensure competitors, incumbents, and other ‘characters’ don’t blow up your sales with bad advice to your clients. (PLEASE, if you do nothing else, learn this critical component to stop losing deals needlessly!)
The “golden thread of motivation”: This is the thread that holds the entire sale together. When a prospect forgets why they called, why they are meeting with you, or why they are buying, you will fail in closing the sale.
The “Fried Chicken Rule”that ensures your prospect is engaged and selling themselves, not tuning out.
How to set ROCK SOLID second appointments to ensure you never get a ‘no show’ on your next appointment.
The SOLUTION step: How to ensure you are sharing just enough to whet their appetite and create burning curiosity for the next appointment to get them coming back for more, (while being 100% compliant!)
Plus you’ll get the first appointment one-sheet.
This one page checklist gives you everything you need for the first appointment so you can follow it along while you are on the phone so your first appointments are as near perfect as can be every time.
What to do between appointments to get your prospect to sell themselves on doing business with you and buying your products.
(This is CRITICAL, if you aren’t sending these items, you are missing a golden opportunity.)
How to do short, easy, compelling email videos that push the sale along between appointments. (You’ll get 4 DONE FOR YOU video scripts to use so you’ll know what to say every single time.)
We’ll show you the simple technology app you can use for FREE that creates a simple video you can email immediately without any tech know-how.
MODULE 2: The Objection Exterminator
If you think you can just take what you do now face to face—and start doing that virtually—THINK AGAIN.
You don’t have the benefit of seeing your prospects faces, you can’t see the hesitation, the angst, or the disbelief in their body language.
This is a whole new ball game. And what you do face to face doesn’t come close to the same experience as virtually.
You must be able to read your prospects mind and predict what they are thinking, BEFORE THEY EVEN KNOW WHAT THEY ARE THINKING, and systematically eliminate the objections ahead of time.
Let the objections crop up on their own, and you are sunk before you ever get a chance to rebut them…because often you DON’T! Because you aren’t there.
That’s why learning the PRE-EMPTIVE STRIKE for objections is ESSENTIAL for selling virtually.
When we teach you the PRE-EMPTIVE STRIKE—you’ll see how to read your prospects’ mind, so you can predict what they are going to ask before they even verbalize it…
This is the best way to overcome all objections.
PLUS, in this module you’ll get our completely scripted objection eliminator to destroy every objection that will come your way.
Here’s just a taste of what you’ll get in the objection elimination playbook:
How to avoid having a local advisor kill your deals.
How to overcome the “I’ve never met you objection.”
How to ensure after you take the app they don’t go cold.
How to avoid bad information on Google killing your sales.
And any other objection, including: “This seems too good to be true.”
“Why haven’t I heard of this before.”
“I need more liquidity”
“The fees are too high”
“I want to talk to…(3rd party) before I move forward.”
“Can you send me the illustration?”
“I heard you make a big commission.”
“The rate isn’t high enough.”
“I’ve heard bad things about annuities/iuls.”
“I need to think it over.”
Plus, you’ll get the 6 steps to overcoming every other conceivable objection that could come up.
Bottom line: you will cover every single base… every possible step… every tip, tactic or strategy you need to explode your virtual sales.
PLUS You’ll Discover how to Reduce or Eliminate No Shows!
One of agents’ biggest fears with the remote/virtual process is that prospects are less accountable and potentially flakier when there’s no in-person connection.
This is why having a confirmation process is CRITICAL to getting people to show up for your appointment.
So on day 1, we’ll walk you through a 5-step sequence including email, texting, voicemail, and messages needed to ensure people show up for your appointments.
(You’ll get the exact scripts, and templates we’ve been using for the past several years with our 300,000 leads.)
Yes, this even includes the “Ex-Wife” secret to getting your messages to your prospect—without making a phone call or looking needy.
MODULE 3: Mastering “the Setup” and Your 2nd Appointment
We’ve seen it literally thousands of times. The agent has amazing first appointment. Everything seems perfect. Dreams of big commission checks are flowing…
And then—they make any one of the dozen possible mistakes before the second appointment—and everything falls apart.
It’s beyond devastating.
That’s why this module is so essential. You’ll discover:
How to all-but-guarantee your prospects show upfor their second appointment (and not just show up, but are EXCITED and eager.)
The secret to starting a second appointmentto tap into emotion and ensure your prospect is riveted, emotionally-invested and looking to close.
Why proof is the most important part of the sale,and how to use proof to back up every statement you make!
Exactly what to cover (and what you MUST NOT mention) in the second appointment to make a sale.
How to make a sale without ever showing the prospect an (this is a common objection and so easily overcome).
No testimonials or past successes to mention? NO PROBLEM, here’s how to prove your case anyway…
NEVER send this between the second and third appointment (but DO send this, it will multiply your closing odds.)
PLUS, you’ll get our proven Virtual Annuity Presentation:this is the exact powerpoint presentation you need to show people the value of annuities or IULs and why they should buy them.
And our Virtual IUL Presentation:this is the exact powerpoint presentation and scripting to show on your second appointment that gets people ‘bought in’ and ready to go.
These two presentations have been worth millions in commissions to our agents over the past ten years—and will be worth hundreds of thousands to you.
If you do nothing else in this training, but get your hands on these presentations, it will be worth the price of admission.
If you can run a powerpoint presentation and read the talking points, you can sell virtually!
MODULE 4: Getting Them to Sign on the (Virtual) Line that Is Dotted
As Alec Baldwin said in Glengarry Glen Ross, “Because only one thing counts in this life: get them to sign on the line which is dotted.”
You MUST know how to close effectively in order to master virtual sales.
And in our experience, there are three closes you must know for getting paid virtually:
FIRST, Closing The Deal: The Application: We’ll show you exactly how to get an e-app taken over the internet.
SECOND, CLOSING THE DEAL – Part 1 (Post-application): Once the application is taken don’t make the mistake of thinking the sale is made. It’s not.Many cases will fall apart if you mess the post application process up. We’ll give you exactly what to do to ensure your prospect becomes more and more sold every day that goes by.
AND THIRD, CLOSING THE DEAL – Part 2 (After approval): Just because you get approval, doesn’t mean your prospect is ready to buy.You MUST follow this counterintuitive process to closing the prospect after the deal is approved.
You’ll see why the last thing you want to do is tell your prospect they are approved! (Do these 3 things before you ever let them know, or you will lose deals you otherwise should have closed.)
Plus, we’ll walk you through how to do policy delivery: There is a specific process we developed for delivering a policy virtually to solidify the sale and eliminate chargebacks.
MODULE 5: Virtual Technology Made Easy
The most daunting part of virtual selling for many producers is the technology.
The good news is that it doesn’t have to be. With some of our secrets you’ll find the technology is easier than ever before. For you and for your prospects.
In this module you’ll learn:
The best screen sharing apps you can use(Hint it’s not gotowebinar, zoom or skype)—and exactly how to use it. We’ll walk you, step by step, through setting up a meeting, sending the invitation, and multiple ways to get your prospect on the meeting.
How to use a webcam to do face to face video calling,which webcams to use if you don’t have one already, and even how to use your cell phone.
See how to set up your office with the right background and lighting so you look professional(not like you are in a dungeon like many webcams do) when you do video conferencing
The 3 different ways to use texting when selling virtually to increase show up rates, closed cases and profits.(HINT: This is not just ‘sending reminder texts’ anyone can do that. There is a lot more to it than that!)
Mastering Group Leverage:We’ll show you how to do online seminars (webinars) including how to get people to register for your event…and actually show up!
How we’ve done over 500 webinars, selling millions of dollars.There is a science to creating powerful and persuasive webinars. We’ll share our secrets with you here.
How to record your calls and screen shares for the insurance companies compliance—and your own protection.
It doesn’t matter if you can barely operate an iPhone or install apps right now—we’ll help make this easy and doable for you.
And if you’re already tech-savvy, you’ll still learn how to save time and boost your results with some powerful tweaks we’ve learned in closing thousands of virtual sales.
BONUS MODULE: Unlimited Facebook Annuity Lead Flow
Get dozens, even hundreds of leads every month of your ideal annuity prospect!
Baby boomers are spending over 5 hours on their cell phones everyday.
In fact, they spend almost as much time on Facebook as Millennials!
In this system you are going to get the exact process we use to generate dozens, even hundreds of targeted Facebook leads and appointments every single month.
SECRET WEAPON: You’ll even get our secret weapon who does all our Facebook ads for us, so you can use him as well if you don’t want to do it yourself!
Bonuses:
To further support you and ensure you hit the ground running with virtual sales, immediately—we’ve organized and created a powerful collection of bonuses, including:
5 Email Templates to get you virtual meetings this week.These are “cut-and-paste” proven messages that get results.
4 LIVE first appointments you can watch as agents perform the first appointment live.This will help you SEE how top producing virtual producers show you exactly what they do on their second appointments!
Second appointment annuity presentation.Why reinvent the wheel? This presentation has been tested and confirmed to work over and over again.
Second appointment IUL presentation.This is another powerful, performance-tested presentation that you can steal and use in your second appointment.
Don’t Miss The Rebound Presentation:How to overcome the objection of “I’m holding off until the market rebounds.” This will help you help you overcome a very common response that comes up during the crisis.
